9780786303953
You're Working Too Hard to Make the Sale!: More Than 100 Insider Tools to Sell Faster and Easier
William T. Brooks; Thomas M. Travisano
ISBN 13: 9780786303953
Publisher: Irwin Professional Pub
Publication Date: 1995
Binding: Hardcover
Your Satisfaction is Guaranteed:
Every salesperson must ``make the sale''--but chatting, networking, even listening to a customer's ``needs'' will only get them so far. What really spells success in sales is the salesperson's ability to determine the customer's true ``wants''--and appeal to those wants directly. Armed with feedback from hundreds of decision-makers, buyers, and end-users at various corporations, authors Brooks and Travisano show how customers almost always make a partly emotional buying decision and demonstrate how to: identify the ``hidden buying motivation'' defined by a customer's wants; use words, phrases, and techniques that work most effectively to uncover customers wants; create a perception in the customer's mind that is favorable--instead of relying on facts and stats.
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You're Working Too Hard To Make the Sale!: More than 100 Insider Tools to Sell Faster and Easier! (ISBN: 0786303956 / 0-7863-0395-6) Brooks, William T.;Travisano, Thomas M. Quantity Available: 1
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